Michael Hart Email & Phone Number

Greater Atlanta Area

Provide analytical support, formulate and generate statistical reports, analyze statistics to identify trends, monitor performance, identify indicators, and track programs as needed.

Kennesaw, Ga

Identified, created, and managed all key metrics for sales teams, with focus on driving automation of reporting.* Coordinated development of and maintained Performance Scorecard tool that tracks/measures sales agent performance results. This tool was a significant driver in the record breaking results that were achieved in multiple months thereafter.* Developed new reporting that provides a summary view of sales results by business day compared to prior months, which has provided key insights to see how results are tracking over the course of a month, and significantly improved forecasting of monthly results.* Played key role in annual sales incentive planning and overall budgeting process by modeling various incentive plans based on expected performance.* Created /maintained capacity planning model for sales teams based on time study of sales process.

Kennesaw, Ga

Provided expertise in the development and implementation of strategic plans to drive sales results through service and productivity improvements, tracking, competitive and market analysis, research, and product improvement.* Managed and supported reporting processes and employees representing Analytics, QA/QC, Training, Sales Support, Reporting, and Systems Support.* Created/upgraded processes and systems to improve the overall productivity and efficiency of the indirect sales organization.* Managed phone lead system assignments and projects to ensure that data delivery was constant and accurate to fulfill department goals and objectives* Researched, analyzed, and reported historical and future trends in sales and product performance to Senior Management* Prepared forecasts for sales by assembling spreadsheets, charts, and graphs used to help illustrate technical reports.* Analyzed sales department performance, identifying strengths and weaknesses within the organization.* Tracked business trends daily and communicated findings.* Created new analytical reports, and prepared a variety of forecasts.

Trusted business advisor that provided operational support and recommendations used to develop global business strategies for Energy & Utilities and Media & Entertainment industry executive teams. * Made recommendations based on results tracking and analysis for key metrics including revenue, pipeline, and expense. * Utilized win / loss detail activity to provide analysis trends to industry GMs and executive teams.* Enhanced, maintain, and updated industry governance model to drive efficiencies for industry teams.* Successfully managed program budget, averaging $2M per quarter for key investments, to maximize revenue for the Energy & Utilities industry team.* Provided weekly pipeline analysis package to Industry GMs and executive teams that reflected summary level analysis by brand, and included status of key / top deals.* Performed monthly in-depth revenue analysis showing top and bottom accounts by total revenue as well as top and bottom accounts by year-to-year revenue growth.* Led key work effort to improve weekly pipeline reporting and analysis for industry sales operations managers that resulted in standardized weekly reporting package. This process improvement saved 28 hours per week in operations management administrative time.

Led and coordinated operational support to extended S&A team including sales teams in four worldwide geographies, solutions and marketing divisions, and key brand organizations. * Led and coordinated bi-weekly revenue forecast for entire organization, based on results of cadence calls, to review forecast and top deals with each geographical sales team.* Led tracking of revenue and expense results that allowed organization to achieve all objectives against targets in 2007 ($550M revenue target; $2.1M expense budget) and 2008 ($718M revenue target; $1.7M expense budget).* Performed in-depth analysis of key metrics for organization including total revenue, Integration Software, and Design Wins.* Created weekly Top 50 Premises Software deal report for organization that allowed executive leadership to view status of all known opportunities in this key product area. Included analysis that showed week-to-week progress toward full year target. * Successfully tracked quarterly "Must Win List" of significant opportunities.* Deeply involved with establishing of revenue targets for organization.

Provided high quality incentives and commissions business analyst support for 14 Integrated account sales teams: tracked revenue and profit data for teams with combined revenue quotas of $4.1B+, ensuring accurate commission payments for more than 85 sales representatives. * Created detailed BrioQuery metrics reports that measured all commissioned representatives against sales quotas.* Maintained 100% positive business controls posture every year.* Served as lead focal point of team that held quarterly self-assessment reviews for Incentives & Commission organization to ensure audit compliance.* Served as database owner for AG Achievement Research database from initial development to successful rollout into production (database now in use now as worldwide tool). Worked closely with database developer and various unit focals to coordinate and communicate requirements, resulting in seamless transition from three separate databases to use of one single database. * Served as co-leader of team that created and led PowerPoint education module to Incentives & Commission organization. * Performed individual training and mentoring to new team members to allow them to transition more quickly to new roles.

Provided analysis support for sales teams supporting Federal Government and Computer Services industry accounts, tracking revenue and profit data.* Co-led team that organized, coordinated, and led education to the Field Sales Support team.* Served as lead focal for PCO Recorder database project which provided organization with tool for retaining revenue and profit data for historical and audit purposes.

Led team within newly formed National Commission Organization.* Provided team leadership for commissions processing support team for Industry Sector Units.* Represented Bethesda, MD, site in multiple meeting as active participant in pre-planning process to establish the National Commissions Organization in Atlanta.